Biggest Impact on Deal Movement?
The simple truth is that a Meaningful Conversation has the biggest impact on deal movement. For the context of this post a Meaningful Conversation is a two-way dialog that has an [...]
FUD selling and how Donald Trump mastered the tactic!
Fear, Uncertainty and Doubt better known as “FUD” FUD has been around as a selling tactic dating back to the early 20th century. Sales people use it as a tactic [...]
Time is the enemy of the sales process
When it comes to getting a deal done, time is typically working against you. Every minute, hour, day, week, and month that goes by without an agreement in place increases [...]
What makes a sales person great?
NO FEAR. Those who do not fear the truth, will find the truth. The ability and willingness to uncover the truth will lead to more wins. If you can uncover the real pain, priorities and [...]
Why are you calling me?
I once had a sales rep call to sell me display ads. Fair enough but given that our site was BtoB we clearly were not a good fit for his [...]
The Importance of the “5Ps” – Process, Pipeline, Pitch, Product, People
I utilize the 5Ps as my guideline to understand the overall selling effectiveness of my sales organization. I evaluate each of the 5Ps to understand the key areas for improvement. [...]
Is response time important?
I love it when I get an immediate response from an inquiry. Responding in real time provides a "wow" factor that demonstrates your organization’s dedication to the prospect and customer. [...]
Should I leave a voice mail?
How often does your voice mail message get returned when prospecting? I bet not very often. If thats the case then why would you even bother leaving a message. Because [...]
The three critical phases of sales – Qualify, Convince & Close
If you break down sales into its simplest form there are three critical phases, the qualification phase, the convincing phase and the closing phase. When selling an enterprise solution all [...]